Are Sales Stars Made or Born?

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  jburkeman12/11/07 Report as spam
  1

  Are Sales Stars Made or Born?

  Having been in sales for over 30 years, I can tell you that in my experience sales stars are made. Sales is a process. Just like accounting is a process. If you don't follow the process, you will fail. You may be the brightest and most energetic person on the planet - but if you don't implement "learned" skills then you will fail.
  
  The key to sales success is passion. You must have a passion about the products or services you represent. You must have an understanding that rejection is as normal as sickness and death. It is the ability to maintain your passion for what you do that will determine your ability to succeed.

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  MolinaD12/14/07 Report as spam
  2

  are they made, born or a little bit of both?

  My name is Damian and I have been working in sales for years with excellent results in different fields. I also teach sales technics and help companies and individuals to improve and develop sales abilities to better achieve their sales goals.
  
  I think sales stars have some skills that come with their personalities and some technics are complementing them. You need to have a good conbination of both to succeed.
  
  The personality skills are needed but must be complemented with technics that the sales person must learn from formal trainings and from the experiences that the customers and diferent atmosphires bring to you upon the time.
  
  I agree with the fact that sales stars must learn technics and need trainning to become good, but from my experience, not everybody can become an excellent sales person, sales stars where born with pasion and goal oriented skills that are impossible to teach
  
  Damian Molina

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  jefflogden12/11/07 Reported as spam
  3

  RE: Are Sales Stars Made or Born?

  Saying sales stars are born is like saying Alex Rodreguez is a born Hall of Famer. In order to excel, one must have natural skills (such as listening, empathy, and passion) but one also must work hard and continually learn.
  
  As I told my 14 year old son, in order to excel one needs talent. But the high achievers are the ones that combine a powerful work ethic (see Roger Clemens).

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  Java323212/12/07 Report as spam
  4

  Alex Rodreguez was born with talent

  I understand the point you are making Jeff but that is a large leap. I can play baseball but I will never be at the level of A-Rod. Probably 95% of baseball players will never be at that level. Why? because he was born with talent that was developed. In the sales world I agree that many people can be trained to be decent sales people. However, there are some people who are just natural at sales that get better as they train.
  
  In my company there are around 12 people that sell. 4 of us bring in around 95% of the business. So I agree with the statement made in the blog. Of the 4 of us who bring this business in we are all "natural" sales people who have great work ethic and determination to suceed. The others are people that can be trained but I honestly do not think they will be at the level of the top 4 anytime soon.

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  wstewart12/12/07 Report as spam
  5

  RE: Are Sales Stars Made or Born?

  I believe in both born and made sales stars, and I should know I've personally trained over 2000 people and I can see the stars right off the bat.
  
  What I look for is permanent potential and then attitude.
  
  great inborn skills will always be overtaken by correct strategic selling skills - EVERY TIME.
  
  That's what I teach at www.strategicsellingsystem.com so I am obviously biased.
  
  But, honestly that is my opinion and it was formed for me when a superstar sales trainer took me aside and mentored me.
  
  I was good at sales anyway but after his training I became the top performer at every job I took after that..... and that was some 12 years ago.
  
  
  by William Stewart
  The Strategic Sales Trainer
  www.strategicsellingsystem.com
  
  
  
  To get the most up to date, and FREE, comprehensive Sales And Marketing Health Check go to www.strategicsellingsystem.com/healthcheck
  
  You will LOVE what you get
  
  William Stewart
  The Strategic Sales Trainer
  www.strategicsellingsystem.com/healthcheck

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  wesdillon12/12/07 Report as spam
  6

  RE: Are Sales Stars Made or Born?

  I've been in 6 different organizations and I'd say the numbers are more like 20% of sales reps make 80% of sales and in organizations with better training and discipline, it goes up to 30 to 40%

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  chalukandy12/12/07 Report as spam
  7

  RE: Are Sales Stars Made or Born?

  I do agree, born talent is every where, it's not restricted to sales only. But there are another category of people, that's "made" talent. May be they lack the natural flavor, but they reach their target, albeit with little more effort.
  
  And by any count, i would definetly discard the claim that 4% of the sales force bring 94% of revenue. It's very very very unrealistic by any standard judgment.

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  Captain15312/12/07 Report as spam
  8

  RE: Are Sales Stars Made or Born?

  I have seen some great sale folks do very well for themselves. But
  the most talented often fail because they lack follow-up effectiveness. The two greatest sales rep and salesman I know have each lost three companies in the past fifteen years. They could make the sale, but wouldn't hire the right managers under them to make sure the books were done, the taxes were paid, and his personal spending curtailed.
  As it turns out, like many great salesmen, both are bi-polar. When they were up each can sell anything to anyone! When down, clients are alienated, there is no follow=through, bills don't get paid (even if money is there) and basically the ball gets dropped. Both have been through bankruptcy twice each.
  I have seen it over and over in natural born salesmen! Training and education keeps them out of trouble and on the right path to success!

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  Canti9912/12/07 Report as spam
  9

  Sales equal to larger picture

  Having been in sales most of my life, I agree with the statements of sales talent being on their game and not on their game. Bi-polar is a bit strong to be used. Mental preparation is what is the key. Having "like minded" people around to foster and support efforts makes the big picture come together. Having been in fortune 100 companies that haven't a clue on fostering selling talent (peter principle) demonstrates that just following a selected approach will only get you marginal make the numbers results.
  True sales people are always challenging the status quo, stepping out the box to reach to larger targets/ markets. They frustrate the management because their levels of intuition (ADD) are superior. They are the ones that are constantly looking at or beyond the edge that reshape business, they are crazy enough to change the world. We need people like that, otherwise where is the growth going to come from? Not from the followers, they are a dime a dozen. Look at how big companies become sluggish and follow market trends, they are adhering to shareholder strategies, not what got them to that level in the first place. Sales talent is born, anyone can follow a leader.

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  upshift12/12/07 Report as spam
  10

  Sales Stars Made or Born

  If true that sales stars are born, that would logically imply that Marketing has not developed effective messages and that operations, for any organization, do not have an effective process.
  
  In other words, superstars are a one man show.
  
  The latter statement is totally without merit, in my opinion.

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  Java323212/12/07 Report as spam
  11

  ???

  Upshift, I do not understand your statement. No one ever implied that top sales people are a one-man show. I need to rely on people in my company to help me sell but I am the one who closes the deal.

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  eli61212/12/07 Report as spam
  12

  RE: Are Sales Stars Made or Born?

  While natural skills of listening, passion, empathy and clarity of expression are critical to good sales (are they born with it or develop those through their environment early on?), it's certainly not 4% who generate 90+% percent of the sales. Training in product, industry and clients businesses can make an average sales person a star performer if he or she works at it with commitment and passion.

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  FELDMAN3100@...12/12/07 Report as spam
  13

  sales success

  "Nothing in the world can take the place of persistence. Talent will not; nothing is more common than unsuccessful men with talent. Genius will not; unrewarded genius is almost a proverb. Education alone will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent. The slogan "press on" has solved and always will solve the problems of the human race."John Calvin Coolidge
  
  To that I would add that a passion for your task inspires both you and all those around you.
  
  Thank You,
  Lee Feldman

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  brandbuddies@...12/13/07 Report as spam
  14

  Thanks Lee...

  Thanks Lee,
  
  An excellent post. The attitude you express is one that is hard to fake.. Clients and prospects alike spot genuine passion, true determination and of course feel the benefit of real endeavor. I once read that, "the most talented people work the hardest" - talent and technique combined with the fire of determination and the cool hand of experience is very difficult to beat and for most is very difficult to arrive at..
  
  Most people fail to truly rise to their highest "human potential" in my opinion, once they have arrived at a place of comfort, the sense of arrival sets in and so the sense of pursuit evaporates.. clearly, understanding what to do when you have arrived at your initial goal, how to utilize your new found capabilities and sense of self in a way which also gives back and benefits those around you ensures a career whose focus is human success and not simply materialism..
  
  The point, people want to work with successful people, people prefer to work with people who genuinely want to make their own lives even better and increasingly successful.. by keeping the focus on doing the most good for those around you inadvertantly you ensure your own continued success and the long term welfare of the people who count.
  
  In relation to the topic claim, if it were true that such a small amount of sales people were responsible for such a large amount of the sales then why employ the rest.. Personally I think that the 80/20 rule is probably nearer the truth.
  
  Best regards
  
  Robert Wright
  
  New Business Director
  
  www.brandbuddies.se

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  mmmagda12/12/07 Report as spam
  15

  Stars are born, superstars are made!

  There is no doubt that natural talent is an advantage but without decipline and hard work, they only carry a person so far, regardless of career path. Was Michael Jordan born with superior skills, absolutely. Yet, he was cut from his high school team early on. What propelled him to be one of the greatest basketball players of all time was his determination and willingness to constantly try to improve himself. There are many high school and college phemons that fizzle out due to their reliance solely on their natural talent.
  
  To answer your question, with a sales force of 140 individuals, our top 4% represent only 10% of total revenue. The top 20% constitute 40%.

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  FELDMAN3100@...12/13/07 Report as spam
  16

  profits not sales!

  The reply stated that 20% of the top salesmen peoduced 40% of what?
  
  Paretos law (80/20) those 20% should have produced 80% of the profits. Is there a way to measure profits vs number of sales?
  
  Thank You,
  Lee Feldman

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  bobtechnisoft12/12/07 Report as spam
  17

  RE: Are Sales Stars Made or Born?

  In Australia I have found around 20-30% are natural born sales people due their up bringing not so much their DNA birth traits. Those that have been taught to speak up, be confident and say hello to just about anyone even when they are not selling. Its the critical starting point of any sale...how easy it is to create a relationship short or long term. Now I would accept less then 4% are top sales people that are in selling mode even when they are sleep!! So why all the sales training and motivation courses? Well, I guess to keep the rest of us motivated, thinking and improving! Bob _ R Technisoft P/L Gold Coast Australia

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  IwasteI12/13/07 Report as spam
  18

  How about this one...

  Nature trumps Nuture, always!
  
  Can someone learn to sell? Of course. Can someone learn to develop their listening skills? Of course.
  
  But in my opinion, what this article boils down to is: The person who is constantly striving to improve is basically nuturing themselves to become closer to a natural talent.

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  jtaber712@...12/13/07 Report as spam
  19

  Are Sales Stars Made or Born?

  It depends on the situation. I have been in technology sales for 10 years and I know only one certainithy; if the client does NOT like you, they will NOT buy.
  I think PERSONALITY is the biggest part of sales.
  Treat people as you want to be treated and the sale will follow!!

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  julian.fenwick@...12/13/07 Report as spam
  20

  RE: Are Sales Stars Made or Born?

  I have worked in selling roles for over 20 years, and been successful most of the time. There is a personality trait that all good sales people have, empathy. Good sales people are able to read their clients and understand what motivates them to purchase. You can be taught all sorts of methods to get to a sale, but if you know how to empathise with the client and their situation, then you wont need any of those tactics.

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  mstonetsg12/13/07 Report as spam
  21

  Born Not Made

  If we are born with anything, it is the ability to sell. Yet in sales, like in every other endeavor, skills is never enough. In other words, Sales people are born, sales Pros usually make themselves, and often emerge from circumstance.
  
  Sales success, like job success is determined by job match. To echo many other responders, passion is critical. Passion comes from a deep internal belief in what you do, and why you do it, plus who you are doing it for. That's a trifecta that is hard to hit.
  
  For even the greediest of sales pros, the idea that the company that is paying you is making money off of your efforts will have a negative affect on your degree of passion, and eventually affect your ability to continue to perform at the highest levels. So to your point about lousy management...
  
  Often times the real top performers have the ability to look beyond their immediate supervisor if they believe in the overall organizational direction, and the top leaders. Top performers also work outside of marketing plans because they have developed thier own personal brand identity and have found a way to build business despite what the marketing department comes up with.
  
  Therefore, you might consider that middle management and marketing plans are only in place to help those 96% of the workforce looking for a little more passion.
  
  Every One of us that has survived past High School has the innate ability to survive in Sales, if they find the cause to support; the products they believe in; and people they would enjoy making money for enough to stir their passion, along with leadership that empowers them to reach the next level.
  
  That's how charities work.

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  Satha Arumanayagam12/13/07 Report as spam
  22

  RE: Are Sales Stars Made or Born?

  Here is my thinking - I am an accountant turned, ERP/CRM sales professional/business leader..
  
  a) good sales people are an incredible asset to any organisation
  
  b) good sales people are a very rare commodity in any country
  
  c) some skill sets required of a good sales person could be attributes to talent... But sales stars are definitely "made", like great leaders or other professionals..
  
  Satha Arumanayagam
  Chief Executive Officer
  SVA Global Pty Ltd
  m:+ 61 417 321 257
  e: satha@svaglobal.com
  w: www.svaglobal.com

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  foronjy@...12/14/07 Report as spam
  23

  Great sales people are born, to performers make themselves

  In my organization I have to say 33% of the sales force carries the whole company.
  
  So why have the rest of the employees? Growth is so important to continued success that we train, and train and train with the hopes that the rest will become great with the right amount of training.
  
  Everyone who is a top achiever is gifted with talent, more importantly the company can only afford to spend so much time and money on training.
  
  The top performers are never satisfied with doing well. They spend their own money and time on bettering themselves because they know the skills they are developing are for their success, not just the companies.
  
  In order to be a top performer in your sales organization you have to have the perfect fit of personality, product passion, drive and loyalty to a supporting management and company.
  
  High turnover in my opinion is because the fit either isn't right, or the sales person gives up to easily, always thinking the grass is greener on the other side.
  
  Sales is a combination of art and science. The science can be taught, the art has to be developed through personal experience and the ability to actually learn from one's mistakes.
  
  So many sales people that I have trained have repeated the same mistakes over and over again without realizing that they are creating their own downfall.
  
  Great sales people identify their own mistakes and correct them, the rest wait for management to fix their problems or fire them.

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  vrsarti12/14/07 Report as spam
  24

  RE: Are Sales Stars Made or Born?

  Are Sales Stars Made or Born?? The answer is they are made AND born. It starts with the right people. All the training in the world won't help some people be successful. It won't help them become even an average sales person.
  
  Sales training helps those who will get it get it faster, if they are open to it. If someone is blessed with great talent it still requires a lot of work on skills to develop the foundation for success.

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  Edsahara12/14/07 Report as spam
  25

  Book Sales Hype

  It seems that the only way you can get a business book on the shelves these days is to come up with some wacky premise that challenges the current thinking. Thus we see the idiotic stats here that 94% of all sales are made by only 6% of the salespeople.

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  j.gies@...12/14/07 Report as spam
  26

  Are Sales Stars Made or Born?

  I completely disagree!
  
  Having been in sales for over 25 years and after a very rocky start where I was fired for not performing; I can tell you it was training that took me from no sale to a consistant quota buster.
  
  Sales people are made. It takes work, it takes discipline and it takes practice. You don't become a sales person you are always becoming a better sales professional.

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  profmurph@...12/14/07 Report as spam
  27

  RE: Are Sales Stars Made or Born?

  Made not born! There is no verifiable data on whether a salesperson is born v. trained to be successful. Many reps are successful due to good product knowledge, planning, willingness to prospect and positive attitudes. So-call "born" salespeople are sometimes the worst due to laziness, winging-it, no planning and relying on a gift-of-gab.

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  peter.hessels@...12/14/07 Report as spam
  28

  RE: Are Sales Stars Made or Born?

  In my company 8 of the 10 sales people are very succesfull and they bring in an almost equal share of 95% of the turnover. The other two sales (new guys) are responsible for the remaining 5%.
  
  My company is booked to its limits with orders and has to expend its capacity to keep up with the sales.

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  MolinaD12/20/07 Report as spam
  29

  a little bit of both...

  are they made, born or a little bit of both?
  My name is Damian and I have been working in sales for years with excellent results in different fields. I also teach sales technics and help companies and individuals to improve and develop sales abilities to better achieve their sales goals.
  
  I think sales stars have some skills that come with their personalities and some technics are complementing them. You need to have a good conbination of both to succeed.
  
  The personality skills are needed but must be complemented with technics that the sales person must learn from formal trainings and from the experiences that the customers and diferent atmosphires bring to you upon the time.
  
  I agree with the fact that sales stars must learn technics and need trainning to become good, but from my experience, not everybody can become an excellent sales person, sales stars where born with pasion and goal oriented skills that are impossible to teach
  
  Damian Molina

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  Geoffrey James, Sales Machine12/21/07 Report as spam
  30

  Made or Born

  One of the points that Asher is making is that some personalities fit better with "hunter" sales behavior and that other personalities fit better with "farmer" sales behavior. I think that farmers can be more introspective and less outgoing; hunters have to be (literally) very "go-get-em", with all the personality traits to match.

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  pvnarayanan01/06/08 Report as spam
  31

  RE: Are Sales Stars Made or Born?

  I have been in corporate sales and channel sales (selling through an intermediary). Selling is not a homogeneous function -- not all selling situations are same. Sales functions come with a lot of variety. Not every personality type is suited for all. I know of sales people who do very well in corporate selling but retail sales scares them. And I have seen the other way round as well. Some excellent engineers who are comfortable with technology selling would not do insurance or banking. So it depends on the situation. Also, it depends on the environment and level for the personality type to match. Honestly, it is complex. A whole lot of people find out the hard way whether they are suited for selling or not. It takes a lot of effort and luck to put yourself in the right situation or selling environment. However, if the question is whether hard-driving, pushy, aggressive and usuually extroverted sales people are born or made, I will have to say they are born. And, what if I tell you that I have observed that a number of successful sales people had parents either with a business background or sales/marketing background?

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  jroth379201/11/08 Report as spam
  32

  A Star is Born!

  Don't get me wrong sales training (if it is the right training) can sharpen a sales persons skills and techniques, however personality is a powerful force when developing a relationship with a client. Some people have it and some people don't. To prioritize 1)you sell yourself, 2)you sell your company and 3)you sell solutions.